Global Technology Manufacturer Increases Sales and Grows Market Share 

INDUSTRY
Technology Manufacturing

SOLUTION
Channel Partner Program

Situation
Our client, a global technology manufacturer, needed additional partner support to reinforce its channel supply sales efforts and drive OEM supplies growth. They felt their channel solution only exploited 20 percent of an estimated $1.5B market potential. To reach their growth goals for the mid-tier B2B reseller account segment, the client needed a highly skilled, highly trained sales force. An existing client, the company expanded our engagement, relying on MarketSource to deliver a right-fit sales force that could help them capture this significant untapped market potential.

CHALLENGES

80% of $1.5B market untapped

Lack of skilled, trained sales force

Margin-critical, high-velocity business

KEYS TO SUCCESS

Managed inside and outside sales team

Tiered channel partner program

Product training and marketing

Solution
MarketSource developed a tiered channel partner program to target the right channel partners, penetrate deeper into the customer database, and create a migration plan to escalate support status of channel partners. The MarketSource team provided product training, developed and implemented marketing promotions, executed incentive programs, and assisted in closing end-user deals to increase profitability. We were also tasked with increasing customer sell-through, mindshare, and market share through relationship-building, training, and support.

To reach these goals, MarketSource deployed a team of outside and inside sales professionals, sales support representatives, business analysts, and a dedicated management team in three regional territories—all aligned with the client’s own field team.

Results
MarketSource equipped our client to meet and/or exceed their growth goals for its mid-tier reseller accounts. We consistently met or exceeded a $320 million annual quota, delivered a 13:1 average ROI on marketing programs, and lengthened the average tenure of sales professionals to five years.

$3.2M
annual quota consistently met or exceeded

5Y
average tenure of sales professionals

13:1
average ROI on marketing programs